HP overhauls partner program to boost compensation

Hewlett-Packard has today announced a major overhaul of its partner program.

The simplified program will focus on a structure that offers a predictable compensation model with new competitive rebates.

This includes streamlined certification requirements and the creation of role-based certifications across all regions and HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems.

Changes also include an intuitive membership structure and an enhanced partner portal navigation experience.

Convergent Technologies group vice president John Monahan said the new model provided the right tools and incentives to grow business.

“In order to grow business, partners need programs that offer tailored resources as well as effective training and support to help our customers meet their goals.”

The compensation model focuses on three key areas to help partners drive incremental revenue and increase profitability: core compensation aligned to membership status; growth in new business revenue opportunities; targeted products and services sales incentives.

Core compensation enhancements include the removal of gates and caps, enabling qualifying partners to begin earning rebates from their first sale and giving them access to unlimited earning potential.

HP is also now listing new competitive rebate rates for each PartnerOne level in the compensation Matrix, which can be accessed through the partner portal.

New membership levels will also be introduced - platinum, gold, silver and business partners - which will be consistent across HP business units and available in all regions.

Partners with higher numbers of HP ExpertOne certified sales and presales professionals are better positioned to close more deals.

HP has halved the number of technical certifications and created role-based certifications that require less time out of office for individuals enrolled in these courses.

The number of technical certifications in the HP Enterprise Group has been reduced from 44 to 22 and the number of exams required to obtain an Accredited Technical Professional (ATP) Server certification will drop by 80 percent in 2014, compared to 2013.

Partners also will begin to see updated HP branding and an improved partner portal navigation experience requiring fewer clicks to access important information, resources and tools. These upgrades will go live in early 2014.

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